Partner Sales Senior Manager - AWS LSHC

We are seeking a Partner Sales Senior Manager – AWS LSHC to join our team in the US in a remote working mode. In this role, you will combine a strong new-business hunter mindset with Channel-led growth, carrying a quota and delivering net-new revenue through new-logo acquisition and through partner-sourced and partner-influenced opportunities. You will cultivate senior executive relationships across the partner ecosystem, co-create routes to market with them, and position EPAM as the partner of choice for large-scale digital transformation initiatives.

Req: 1054529487

Responsibilities

• Own the commercial strategy and revenue plan for assigned strategic partners
• Translate the overall partner strategy into clear sales priorities, revenue targets and pipeline objectives
• Develop joint sales plans with partners focused on priority industries, accounts, solutions and geographies
• Carry a personal revenue target combining net-new logo revenue and partner-sourced / partner-influenced revenue
• Build and maintain a high-quality pipeline through direct prospecting and joint / co-selling activities
• Lead the entire sales lifecycle from prospecting through close, personally owning the deal
• Develop strong working relationships with partner sales leaders, account executives and field teams
• Create joint account plans for strategic clients and drive partner participation in strategic bids, proposals and client meetings
• Establish trusted relationships with senior commercial executives within strategic partners
• Identify applicable partner funding programs fit for each opportunity, such as co-investment credits, POC funding and ISF-style incentives, to maximize funding and drive client value
• Ensure funding terms are reflected in commercial proposals and track funding utilization and compliance for each assigned deal
• Partner with the Alliance / Partner Manager to align commercial priorities with the overall partner relationship strategy

Requirements

• 8+ years of experience in IT sales/business development with proven success in hunting and closing complex enterprise deals at senior manager level
• Proven track record of generating revenue through strategic technology partnerships, with demonstrated experience carrying and beating a personal sales quota
• Understanding of enterprise technology solutions and relevant partner ecosystems
• Experience managing complex enterprise sales cycles end-to-end
• Background in working with major technology vendors and their field/channel organizations
• Understanding of co-selling and partner-led sales models
• Experience engaging and influencing C-suite and senior commercial executives
• Skills in commercial negotiation and influencing
• Capability to operate effectively across global, matrixed organizations
• Degree in business, technology, or related field
• Advanced proficiency in English (C1+)

Benefits

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Short-Term and Long-Term Disability (Company Provided)
• Life and AD&D Insurance (Company Provided)
• Employee Assistance Program
• Unlimited access to LinkedIn learning solutions
• Matched 401(k) Retirement Savings Plan
• Paid Time Off – the employee will be eligible to accrue 15-25 paid days, depending on specific level and tenure with EPAM (accrual eligibility may change over time)
• Paid Holidays - nine (9) total per year
• Legal Plan and Identity Theft Protection
• Accident Insurance
• Employee Discounts
• Pet Insurance
• Employee Stock Purchase Program
• If otherwise eligible, participation in the discretionary annual bonus program
• If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program